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  • GREAT B2B MARKETING  |  WEDNESDAY, JUNE 24, 2015
    [Sales] Can You Really Use Marketing to Shrink the B2B Sales Cycle?
    It seems at least once a week that I talk to a B2B company about how to shrink their sales […]. The post Can You Really Use Marketing to Shrink the B2B Sales Cycle? B2B Sales Sales Cycle Sales Model B2B sales cycleappeared first on Great B2B Marketing.
  • GREAT B2B MARKETING  |  THURSDAY, MAY 12, 2016
    [Sales] The Marketing and Sales Gap of Disappointment
    Marketing and SalesThe leads and customers you get this month may not come from something you did this month, but rather something […].
  • VIEWPOINT  |  TUESDAY, JANUARY 27, 2015
    [Sales] Time to Stop Making Sales & Marketing Excuses in 2015
    From my perspective, having interviewed hundreds of managers on SLMA Radio, and managed 20+ sales and marketing teams (interim management) through the years, it’s the excuses that drag down organizations. Lead Generation Sales & Marketing Management Excuses from both employees and managers can fill a book, and most are bogus.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, JULY 31, 2013
    [Sales] Integrating Social Media Listening Into The Sales Process
    Sales Prospecting Perspectives is pleased to bring you a guest post from Christine Rochelle , Integrated Marketing Manager at lotus823. Every sales professional understands that listening to your customer and building genuine relationships is the key to business development. Steps to Social Listening in the Sales Process.
  • VISIONEDGE  |  TUESDAY, MAY 20, 2014
    [Sales] Craft a Killer Sales Playbook
    The Sales Playbook, Defined. sales playbook is a collection of tactics or methods that characterizes the roles and responsibilities for you (and your sales team), lays out clear objectives, identifies metrics for measurement, and provides a common framework and approach for closing sales. The outcome?
  • CRIMSON MARKETING  |  MONDAY, NOVEMBER 3, 2014
    [Sales] My 2015 Sales & Marketing Predictions
    I recently discussed my sales and marketing predictions for 2015 with Backbone Media. The post My 2015 Sales & Marketing Predictions appeared first on. And after you watch my video, click here for more B2B marketing predictions from other industry thought leaders. Corporate Marketing Marketing Technology
  • B2B LEAD GENERATION BLOG  |  SUNDAY, AUGUST 5, 2012
    [Sales] How IntraLinks Used Social Media to Generate Twice as Many Sales-ready Leads as Any Other Channel
    Twice as many sales-ready leads as any other lead generation channel. The team identified “Social Sellers,” the IntraLinks sales specialists who would be responsible for connecting with potential customers through LinkedIn, and who would promote the company’s value proposition via their personal brands. Setting direction. Company name.
  • GREAT B2B MARKETING  |  WEDNESDAY, NOVEMBER 29, 0002
    [Sales] Top 6 Ways that Marketing Supports B2B Sales and Revenue
    Since the early days of B2B marketing and sales, marketing VPs have been asking that puzzling but oh-so-important question: “What […]. The post Top 6 Ways that Marketing Supports B2B Sales and Revenue appeared first on Great B2B Marketing. B2B Sales Revenue Sales and Marketing
  • INDUSTRIAL MARKETING TODAY  |  THURSDAY, JUNE 14, 2012
    [Sales] Inbound Marketing won’t Boost Short-term Sales for Industrial Companies
    Irrespective of the size of the company, they all have one thing in common – they want to boost sales as quickly as possible. They don’t want to hear that, they want their phones to start ringing, RFQs coming in and their sales team involved in deep conversations within 30 days. It is a long journey.”. Do you use inbound marketing?
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, NOVEMBER 6, 2013
    [Sales] Why New Sales Hires Frequently Fail
    Sales Prospecting Perspectives is pleased to bring you a guest post from Chris Croner, Principal at Sales Drive, LLC. One of the most frustrating experiences for sales managers is hiring “hunter” salespeople who produce lackluster results in spite of their stellar interview performance. but they are also teachable.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, JANUARY 5, 2015
    [Sales] 5 Ways Marketing Can Help Sales Succeed
    Editor’s Note: Today’s post comes courtesy of Brenda Stoltz, the CEO and founder of Ariad Partners , where she provides creative, practical, sales-driven integrated inbound marketing and strategic planning services to software, technology, manufacturing, professional services firms, and other industries.
  • B2B MARKETING INSIDER  |  THURSDAY, OCTOBER 7, 2010
    [Sales] 5 Sales Closing Techniques
    The following excerpt is certainly important to sales and comes from my colleague, Rob Krekstein. This This post also appeared recently in B2C Marketing Insider.   I have been a student of selling and sales management for more than twenty years, and I have used a grand total of five “closes” during that time. Cha-ching! Happy to help.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, JANUARY 22, 2014
    [Sales] If Sales Technology is the Future, How Do We Keep B2B Sales Interactions Human?
    Sales Prospecting Perspectives is pleased to bring you a guest post from Lauren Weatherall , Senior Marketing Manager at TinderBox. Especially when it comes to sales technology. The fact that sales professionals only spend 41% of their time actually selling. This is where sales automation technology comes into play.
  • CAPTORA  |  TUESDAY, MARCH 29, 2016
    [Sales] The Sales Leadership Guide to a Successful Startup Sales Kickoff
    After 20 years of Sales Leadership and either running or attending inspiring Sales Kickoffs (SKO) and a whole bunch of boondoggles, I wanted to share my perspective. Anyone that has been in sales for any length of time knows exactly what I’m talking about here. Ingredients for an Amazing Sales Kickoff. Glad you asked!
  • AVITAGE  |  WEDNESDAY, JUNE 11, 2014
    [Sales] For Sales Blogging and Social Selling – Think Like a Publisher
    Huffington Post, see Mike Kunkle’s excellent webinar) To fuel this content dependent activity, many are urging sales people to blog, and to become thought leaders. Lori Richardson, John Jantsch,  ITSMA) This is a logical extension from a belief that sales people must think more like marketers.
  • FEARLESS COMPETITOR  |  WEDNESDAY, MARCH 16, 2011
    [Sales] The Sorry State of Sales Leads Today
    points out the sorry state of sales leads today. Here’s what the study authors had to say: THINGS TO THINK ABOUT: Creating Opportunity Smart organizations realize that the job of a Sales Rep is not to just “follow up on leads,” but rather to “create opportunity.”. It’s no fun being a B2B salesperson today. It gets worse.
  • YOUR SALES MANAGEMENT GURU  |  SUNDAY, SEPTEMBER 23, 2012
    [Sales] Sales Leadership: The Impact of Creating a Sales Process
     Sales Leadership: The Impact of a Creating a Sales Process  . Whether your organization is using CRM or not I find that most organizations have not taken the time to define, write out and train their sales team on how to use prescriptive a sales process.  Let me know your thoughts on creating a sales process.
  • VIEWPOINT  |  FRIDAY, JUNE 10, 2016
    [Sales] The Whole Truth - Why CEOs Need to Know What Makes Sales and Marketing Click
    Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the final of a multi-part blog series. Many challenges facing Sales and Marketing have been around since the beginning of time. Experience has taught me that only 5% to 15% of inquiries are ready to speak to Sales. summary: 1.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, FEBRUARY 9, 2015
    [Sales] How AG's Sales Development Managers Motivate Reps in February [Part 1]
    February is also a time when we need to keep our sales development reps extra motivated whether working from the office or at home during inclement weather. tried to think of what motivated me when I was an SDR, and decided to source some help from our awesome sales development managers. Jimmy Grieve - Incentives and Praise.
  • GREAT B2B MARKETING  |  THURSDAY, JUNE 16, 2011
    [Sales] How to Shorten the B2B Sales Cycle
    If there is one thing that aggravates the modern B2B company, it is the constantly lengthening sales cycle.  Everyone, from CEO to sales VP to sales rep, suffers from this problem and wants to know what to do about it.  What exactly do I mean by the term “sales cycle”? So why are B2B sales cycles getting longer? 
  • SALESPREDICT  |  FRIDAY, DECEMBER 11, 2015
    [Sales] Using Predictive Marketing to Enhance B2B Sales
    Predictive marketing uses data-driven tools to deliver the insights B2B companies need to target effectively and improve sales conversions in today’s data-rich environment. This allows marketers to focus both their reach and their spend to drive successful sales. Predictive marketing can more than double sales conversions.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, JULY 16, 2014
    [Sales] 4 Steps to Content Curation for Inside Sales Reps
    Sales Prospecting Perspectives is pleased to bring you a guest post from Dave Howe , Principal at Sales for Life. This is essentially what separates us from the rest of the sales community. In addition to being a Principal at Sales for Life , Dave is also an Advisory Board Member for Special Olympics Toronto
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, MARCH 6, 2013
    [Sales] When Sales Reps Attack
    Few types of people can impact a teleprospecting reps day more positively than the sales rep(s) that they support. When you are creating opportunities via Outbounding, sales is your customer. Therefore, any teleprospecting rep worth their salt cares what their assigned sales reps think about them. Those that support them.
  • SALES INTELLIGENCE VIEW  |  MONDAY, AUGUST 13, 2012
    [Sales] 25 Influential Leaders in Sales – 2012 edition
    In 2011, we began InsideView’s  25 Influential Leaders in Sales. We’ve made minor tweaks to least year’s edition, however, the list remains strong with some of the most brilliant minds in sales. If you are in sales and have a Twitter account, there is no question you should be following all 25 of these people.
  • SALES INTELLIGENCE VIEW  |  MONDAY, AUGUST 13, 2012
    [Sales] 25 Influential Leaders in Sales – 2012 edition
    In 2011, we began InsideView’s  25 Influential Leaders in Sales. We’ve made minor tweaks to least year’s edition, however, the list remains strong with some of the most brilliant minds in sales. If you are in sales and have a Twitter account, there is no question you should be following all 25 of these people.
  • INDUSTRIAL MARKETING TODAY  |  TUESDAY, JULY 23, 2013
    [Sales] Industrial Marketing, Lead Generation and Sales: It’s Complicated
    Content Marketing Industrial Marketing Sales Strategies Analytics Industrial sales Industrial sales strategies Measurement and tracking Remember this rom-com from 2009? Despite the critics giving it mixed reviews, it went on to gross $219.1 million worldwide. A hit movie for sure. Sometimes I feel the same way [.].
  • YOUR SALES MANAGEMENT GURU  |  TUESDAY, DECEMBER 9, 2014
    [Sales] NON STOP SALES BOOM
    NONSTOP SALES BOOM. Time for a new book review-that must be added to your sales library! My answer: This book is the closest to a formal handbook on selling than I have read in a many years and as my clients need sales tips, this will be a great resource. That chapter alone will begin to reset your view of the sales process.
  • SALES INTELLIGENCE VIEW  |  MONDAY, SEPTEMBER 26, 2011
    [Sales] 25 Influential Leaders In Sales
    Part of our job here at InsideView is to receive the most relevant and up-to-date knowledge about sales. Because we love to know the in’s and the out’s of the sales industry. We have compiled a list of 25 influential leaders in sales who are some of the key distributors of rich, knowledgable content in the world of sales.
  • TYPE A COMMUNICATIONS  |  TUESDAY, JULY 19, 2016
    [Sales] 5 Essential Elements to Include in Every Sales Pitch
    July 19, 2016 by Ken Sterling Effectively closing sales is the bread and butter of your business. Marketing Sales Alignment Sales Sales Enablement B2B BigSpeak Ken Sterling sales sales enablement storytelling WebbiquityHere’s how to hit a home run every time. According to researchers at. read more.
  • VIEWPOINT  |  TUESDAY, JUNE 24, 2014
    [Sales] Half of all sales inquiries are good. The challenge is finding which half.
    In the distant past (30 years ago) We figured out through research that 45%f of all inquiries turn into a sale for someone. Marketing can assume that responsibility through nurturing, and increased sales are the result—not by just a few percent—but 200-300% more sales are the result of successful nurturing programs.
  • BIZIBLE  |  FRIDAY, JANUARY 8, 2016
    [Sales] 4 Sales Enablement Tactics B2B Marketers Need to Master
    Sales enablement is not a new term, but it’s often used as an umbrella for a wealth of actions related to the sales team. Although any amount of enablement is helpful, having a set process for how marketing can enable sales is where the key to success lies. Naturally, sales enablement begins with sales and marketing alignment.
  • TYPE A COMMUNICATIONS  |  TUESDAY, AUGUST 11, 2015
    [Sales] How to Get Sales to Use Your Marketing Content
    So why won’t the sales team use it? Marketing Marketing Sales Alignment SalesAugust 11, 2015 by Matt Sharrers Your marketing team spends time and money to produce quality content. The hard truth is often. read more.
  • B2B MARKETING INSIDER  |  TUESDAY, MARCH 20, 2012
    [Sales] Sales and Marketing Alignment: How to Sell To A Sales Person
    Sales and Marketing alignment continues to be a major issue for both sides. Marketing often seeks to drive long term while also helping sales has to hit their quarterly numbers. But marketers often struggle trying to sell their ideas to sales people. So how do you sell a marketing strategy to sales people?
  • HUBSPOT  |  SATURDAY, FEBRUARY 28, 2015
    [Sales] 15 Expert Tips on Accelerating Your Sales
    This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales. With a bit of luck, the lead flood gates open and you''re now tasked with scaling the sales process that got you this far. Here are 15 tips from the book that can help sales leaders ramp revenue in a hurry.
  • SYNECORE  |  TUESDAY, APRIL 15, 2014
    [Sales] Sales are Struggling! Who Needs Attention: My Website or My Sales Team?
    Your website is far and away your organization’s most impactful sales tool and I’m here to tell you why. To begin with, ask yourself why you hired your sales team. If you answered “to generate more leads and sales,” you’re on the right track. Your Best Sales Rep. sales actionable website can be your greatest sales asset.
  • SALESFUSION  |  TUESDAY, APRIL 1, 2014
    [Sales] Social Media for the Sales Department
    The post Social Media for the Sales Department appeared first on Marketing Automation | Lead Generation | Email Marketing | Salesfusion. [one_half valign="middle"]. Partner Portal. Why Partner With SalesFUSION. [/one_half]. one_half_last valign="middle"]. frame style="none"] [/frame]. [/one_half_last]. divider style="simple"].
  • GREAT B2B MARKETING  |  TUESDAY, JANUARY 14, 2014
    [Sales] Use Digital Content to Shorten the B2B Sales Cycle
    Marketers, sales reps, and business owners are becoming aware of the many benefits of propagating fresh and relevant digital content. But perhaps the most important content marketing benefit is the impact on the sales cycle. What types of digital content shorten the B2B sales cycle?  Company and Product Reviews. Case Studies.
  • STORIES THAT SELL  |  TUESDAY, SEPTEMBER 11, 2012
    [Sales] Supercharge Your Sales Conversations with Story
    We hear a lot these days about the importance of storytelling in business – especially for sales people. But if you’re a sales person, you may still be wondering how exactly you’ll weave stories into your next face-to-face sales call. Advance or close a sale. A guest post by Andrew Nemiccolo.
  • SALES INTELLIGENCE VIEW  |  TUESDAY, NOVEMBER 22, 2011
    [Sales] Ignite More Sales with Sales Intelligence
    Any sales reps worth their salt does their homework before contacting a lead. Once a contact becomes a qualified lead or opportunity, sales needs to know who to reach and how, and what to say to get their attention. 60% of sales reps waste the equivalent of 6 selling weeks a year just trying to get customers on the phone.
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, JULY 15, 2012
    [Sales] Are Sales and Marketing Chatting Enough? [CHART]
    Collaboration between Sales and Marketing has never been accomplished simply by agreeing on lead criteria and definitions.  It requires interacting with each other on a regular basis as though you were standing at a water cooler – even if you are not in the same office, or country for that matter. Tell us your stories!
  • MODERN B2B MARKETING  |  MONDAY, JUNE 15, 2015
    [Sales] [Infographic] 7 Steps for SaaS Sales Success
    Author: Ben Daters The best sales reps are the ones that clearly know the stages and complexity of their sales cycle and the dynamic elements that can be different based on the size of the opportunity. challenge each salesperson to define the stages in their sales cycle and identify their strengths and weaknesses. Enjoy!
  • FEARLESS COMPETITOR  |  TUESDAY, APRIL 19, 2011
    [Sales] My review of Rainmaking Conversations – the great new sales book by John Doerr and Mike Schultz
    In my years of sales, I’ve been through every kind of sales training known – Sandler, Solution Selling, Customer-Centric Selling, Target Account Selling – you name it, I’ve done it. How could a subject as well-documented as sales be given a fresh perspective? Let me tell you. The authors succeeded. classic in the making. link].
  • B2B LEAD GENERATION BLOG  |  MONDAY, AUGUST 26, 2013
    [Sales] B2B Marketing: Why Marketing shouldn’t promise BANT qualified leads for Sales
    Before we start another unproductive war between Sales and Marketing, maybe we should focus on building bridges of understanding between these two departments. Yet far too often, marketers send every lead to Sales and very few of those leads ever convert. Many prospects aren’t ready to talk to Sales early in their consideration.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, SEPTEMBER 8, 2014
    [Sales] The Best Sales Prospecting Qualification Questions to Ask
    When it comes to your sales scripts, you may be scratching your head, wondering what questions you should be asking potential customers on the first call. So here’s what I suggest for an exercise as you think about what sales prospecting qualification questions you want to ask. Will I scare prospects away asking too much too fast?
  • ETRIGUE  |  TUESDAY, NOVEMBER 3, 2015
    [Sales] Sales & Marketing – Can’t live with them, can’t live without them
    A Case for Sales & Marketing Technology Integration. Erasmus might just as well have been referring to sales and marketing when he compiled that famous proverb in Adagia. The phrase can be used to describe the relationship between sales and marketing as well. Can’t live with them, can’t live without them”.
  • NUSPARK  |  SATURDAY, SEPTEMBER 10, 2011
    [Sales] Sales Best Practices include Marketing-Sales Alignment
    I was reading with interest recently the results of a study from sales organization Miller Heiman called Sales Strategies for Thriving in a Post-Recession Economy, a 2011 Best Practices Study.  Improving productivity among its sales teams. Productivity per sales person. Enabling a High Performance Sales Force.
  • NUSPARK  |  SATURDAY, SEPTEMBER 10, 2011
    [Sales] Sales Best Practices include Marketing-Sales Alignment
    I was reading with interest recently the results of a study from sales organization Miller Heiman called Sales Strategies for Thriving in a Post-Recession Economy, a 2011 Best Practices Study.  Improving productivity among its sales teams. Productivity per sales person. Enabling a High Performance Sales Force.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, MAY 16, 2016
    [Sales] 7 Steps to Success for Sales Managers
    7 Steps to Success for Sales Managers. -A book review-. After being a VP of Sales, consulting on sales management for 19 years and after writing four books on sales management, Max Cates, author of 7 Steps caught my attention in the first five pages. Developing a Self-Managed Sales Team. The Sixth Dimension. Book
  • INDUSTRIAL MARKETING TODAY  |  SUNDAY, DECEMBER 12, 2010
    [Sales] SAL is the Glue that Binds Sales and Marketing in Lead Generation
    Depends – are you in marketing or in sales? SAL – Sales Accepted Leads is the bridge between Marketing Qualified Leads (MQL) and Sales Qualified Leads (SQL). Assigning a numeric score to business sales leads based on a predefined set of rules, takes away the subjectivity out of qualitative ranking like Hot, Warm and Cold leads.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, JANUARY 27, 2015
    [Sales] The 2 Not-So-Obvious Traits of Successful B2B Sales Development Reps
    Out of curiosity, I asked a friend who works at the gym what the sales numbers look like this time of year since the fees are so low. While new sales are obviously very important for them focus on, she said that their corporate offices spend much of their time focused on what their "active membership" looks like. Only 8%!
  • FEARLESS COMPETITOR  |  SUNDAY, FEBRUARY 24, 2013
    [Sales] Rebuilding a sales lead generation business after a crisis
    My sales lead generation firm Find New Customers was left behind. The business I had left behind, the sales lead generation company Find New Customers , was suffering from neglect. The sales pipeline was dry. The sales pipeline has filled nicely. Thank God, our sales pipeline is healthy again. Great job.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, JUNE 24, 2013
    [Sales] Inspire Sales Confidence: a job for sales leadership
    Sales Leadership: Inspire Sales Confidence. During the many years of sales management and the past 14 as a consultant to hundreds of firms the hardest element I see executives and sales managers struggle with is inspiring sales confidence. What are your tips on inspiring sales confidence? 3f4qb8v9ge.
  • INDUSTRIAL MARKETING TODAY  |  FRIDAY, FEBRUARY 3, 2012
    [Sales] Align Industrial Websites with Sales Process
    If you want your industrial website to generate qualified leads and drive sales (Who doesn’t?), make sure the site is aligned with your sales process. Without this critical link, your newly redesigned industrial website may be nothing more than eye candy that does very little for your sales. Define your sales process in details.
  • YOUR SALES MANAGEMENT GURU  |  TUESDAY, AUGUST 25, 2015
    [Sales] Hiring High Performance Sales Teams #1 of 2
    Hiring High Performance Sales Teams Strive for high competency and high commitment (first installment of a two-part series on sales recruiting). You’ve got sales quotas, plans and deadlines. That adds expense, disrupts your sales team and, potentially, creates a customer service disaster. Listen, instead of talk.
  • ACT-ON  |  TUESDAY, JUNE 7, 2016
    [Sales] How to Use Interactive Quizzes to Make Your Sales Team Smarter
    But to turn interactive content into a powerful weapon for your sales team, you need to get sales more involved. On the sales front, you know some of the basic information about the prospect, including a few demographics, from the form they submitted. Sales Has Great Content Ideas Too. But that’s all fun and games stuff.
  • PUZZLE MARKETER  |  MONDAY, JUNE 10, 2013
    [Sales] Blogging Leads to Sales
    Some companies use blogs less as a sales tool and more as a personality disseminator. Getting a press release out into the media can be a much more daunting task then publishing a quick post announcing the release of a new product or the hiring of a new sales person. How does blogging increase sales? What is a blog? Good luck!
  • LEAD411  |  WEDNESDAY, SEPTEMBER 3, 2014
    [Sales] Sales & Marketing Content that Doesn’t Suck
    Here is a list of Sales & Marketing pros that provide quality content that is not exhausting. His sales-focused SaaS company is exploding. Topics include Sales, Marketing and Entrepreneurship. This is a great resource to find out more about other sales startups and tools. Jill Konrath Sales Author. randfish.
  • THE ROI GUY  |  THURSDAY, MARCH 14, 2013
    [Sales] Sales Enablement’s Dirty Big Secret
    Attending the Forrester Sales Enablement Forum, one research metric was presented that just blew me away. According to Forrester, the average company spends more than $135,000 in sales support costs per year for EACH salesperson. That’s $135 large a year folks on the hidden cost of sales ! Not necessarily. Why Change? Why Now?
  • B2B LEAD GENERATION BLOG  |  MONDAY, AUGUST 15, 2011
    [Sales] Do You Expect Your Inside Sales Team to Practice Alchemy?
    Tweet Too many marketers think that their inside sales teams are alchemists. They dump data that’s absolute garbage into the top of the sales funnel and expect sales lead gold to come out the other side. Unless you want your inside sales professionals to be mere data entry clerks, test your lists! My team did.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, JULY 23, 2014
    [Sales] Sales and Marketing Alignment Equals More Revenue
    AG Salesworks is pleased to present you with a guest blog post from Brian Serino , SVP of Sales and Business Development at NetProspex. We’re all familiar with the deep-rooted battle between sales and marketing. It’s no secret that your inside sales team will close more deals when funneled high quality leads.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, OCTOBER 2, 2013
    [Sales] 4 Ideas to Ensure Success With Sales Analytics
    by contributor | Tweet this Editor’s Note : Today’s post comes courtesy of Frank Donny , founder and CEO of Marseli , a marketing and sales analytics and performance software company. Additionally, having a focused set of KPI goals for a sales team is just as important as having the right data. Second, provide data access to everyone.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, DECEMBER 17, 2015
    [Sales] AG Salesworks Launches Sales Development Certification Program
    The AG Salesworks brand represents predictable, efficient, positive, and impactful sales development. December 17, 2015 – AG Salesworks , the industry’s first sales development certification offering designed to better serve and educate sales development professionals, today announced the availability of its training curriculum.
  • ACSELLERANT  |  MONDAY, MARCH 24, 2014
    [Sales] Attention is Your Most Precious Sales Asset
    Picture yourself in front of a prospect giving an initial sales presentation. As you begin, they’re focused on what you’re saying. Business Story Marketing Visual Storytelling b2b video content marketing
  • REPUTATION TO REVENUE  |  MONDAY, OCTOBER 25, 2010
    [Sales] Is sales enablement dead?
    Sales Enablement is a huge topic in B2B these days. You can spend all day every day and still barely scratch the surface of all the dialogue, debate, and events exploring the "real" meaning of sales enablement, who is doing it well, what tools are most useful, and how social media will revolutionize the whole process. Well, I wonder.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, JULY 30, 2014
    [Sales] Supercharge Your Sales and Marketing Vocabulary
    Sales Prospecting Perspectives is pleased to bring you a guest blog from Greg Klingshirn , Content Marketing Manager at SalesLoft. You should never allow price to be a valid objection to any sales development call. His goal is to plan and create content to make sales professional’s jobs more productive and enjoyable. not you.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, NOVEMBER 26, 2012
    [Sales] Sales Mgmt: 4 Steps on How to Not Get Fired!
    Sales Mgmt.:  4 Steps on how not to get fired. On my flight to Seattle I was pondering what this week’s blog might contain; it occurred to me that in reflecting on the past year and looking forward towards 2013 a quick summary of a few basic actions sales leadership must take to succeed would be of value. Hit our web site.
  • B2B LEAD GENERATION BLOG  |  FRIDAY, JANUARY 27, 2012
    [Sales] The Lament of the Inside Sales Team: Data, Data Everywhere, but Who’s Ready to Buy?
    Nearly every company I talk to does some kind of lead scoring, but rarely do those lead scores align with their database in a way that allows their sales teams to determine – at a glance – which prospects are the right fit at the right time. Their organization’s firmographic details – such as revenue, marketing budget, sales cycle and size.
  • KOMARKETING ASSOCIATES  |  TUESDAY, APRIL 12, 2016
    [Sales] B2B Marketing Integration: 5 Ways to Work Better With Sales Departments
    When I worked in-house for a large client-facing B2B company, we often were frustrated at missteps and the lack of communication between the sales department and our department, which created marketing campaigns for clients. Take the time to get to know those in your sales department. Explain Goals, Metrics, and Abbreviations.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, AUGUST 21, 2014
    [Sales] 5 Ways to Boost Inside Sales Training Reinforcement
    With the release of AG Salesworks’ new guide The Inside Sales Manager’s Guide to Sales Team Training featuring Josiane Feigon of TeleSmart, AG has learned that training is not just about the event. For more advice, please download The Inside Sales Manager’s Guide to Sales Team Training. Training has to be fluid.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, SEPTEMBER 23, 2014
    [Sales] 3 Tips For Junior Inside Sales Reps To Command Sales Calls
    I think it’s safe to say that nearly everyone in the sales game had humble beginnings. Some of you may have had the fake bravado on the outside when you started, but on the inside, like me, you were probably scared out of your mind. I’ve found that many sales reps I’ve trained over the years experience call reluctance.
  • MARKETING ACTION  |  TUESDAY, SEPTEMBER 23, 2014
    [Sales] Marketing Automation: Building Trust Between Sales and Marketing
    For many in the business world, the most natural pair to put next on this list would be “sales and marketing.” This has a very real impact on any organization where sales and marketing are in opposition to each other. In all you do as marketing and sales organizations, focus on these elements and you will notice improvements.
  • WEBBIQUITY  |  SUNDAY, JULY 19, 2015
    [Sales] The Business Revolution in Sales Acceleration
    In 2014, the average budget allocated to outreach ranged from nine and 12 percent of sales revenues and up to 50 percent for a new product launch. Sales acceleration incorporates strategies that automate processes to reduce the required spend. Sales Acceleration Defined. Creating an Efficient Sales Funnel.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, NOVEMBER 16, 2015
    [Sales] Sales Compensation Planning for 2016
    Sales Compensation Planning for 2016. As sales leaders or executives everyone must be focused on exceeding the end of year sales quota’s and budgets-but alas- it is mid-November and December will be quickly on top of you.  Once that step is taken, you can take a free sales compensation “assessment” on Acumen’s website.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, AUGUST 28, 2013
    [Sales] Ashton “Chris” Kutcher and His Advice for Inside Sales Reps
    Sales Prospecting Perspectives is pleased to bring you a guest post from Chris Snell, Inside Sales Manager at Care.com. For inside sales reps, the correlation is that sales is hard work, and if you’re going to be successful finding sales “opportunities,” you’ve got to work for it. Mr. Demi Moore? Be sexy, friends!
  • DISCOVERORG  |  WEDNESDAY, JULY 6, 2016
    [Sales] [PODCAST] How Good Data Equals Higher Sales Commissions with Brian Burns
    Looking for a No-BS podcast that will elevate your sales results? Brian Burns, host of the weekly podcast, “ The Brutal Truth ,” interviews leaders in the sales space and offers key insights into succeeding. Accurate Data Allows You to Achieve Higher Sale Commissions. How to Use Deep Data Intelligence.
  • SALESFUSION  |  MONDAY, MAY 19, 2014
    [Sales] The Perception of Sales and Marketing Alignment from the Executive Level
    The post The Perception of Sales and Marketing Alignment from the Executive Level appeared first on Marketing Automation | Lead Generation | Email Marketing | Salesfusion. Lead Nurture Sales CRM Techie Stuff [one_half valign="middle"]. Partner Portal. Why Partner With SalesFUSION. [/one_half]. one_half_last valign="middle"].
  • DOCALYTICS  |  THURSDAY, DECEMBER 11, 2014
    [Sales] Docalytics for Sales Gmail Plugin
    When we announced Docalytics for Sales a month ago, we knew that was just the first step. Our goal is to let inside sales professionals track who is reading what they send as easily as sending a regular email. Sales Insight Inbound Selling Docalytics for Sales ProductAll this without leaving your inbox. Happy Tracking!
  • B2B MARKETING INSIDER  |  THURSDAY, MARCH 31, 2011
    [Sales] Are You In The Top 1% Of Sales People?
    This is a guest post from sales professional Kenny Madden. The traditional numbers-focused sales and marketing model has fallen apart. You are now in the  TOP 10% of sales/marketing people in the US. Congrats you just made the  TOP 5% of sales/marketing people in the US. Welcome to the  TOP 1% of sales people in the USA.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, DECEMBER 5, 2013
    [Sales] 5 Steps to effectively use case studies in your sales presentation
    How many times have you walked away from a sales presentation muttering “I still don’t have a clue what they do … or why I should care.”. The biggest culprit is usually a sales pitch too dense with words, graphs and images to make any sense. That’s think the case study is an under-used sales technique in many situations.
  • THE ROI GUY  |  THURSDAY, JUNE 6, 2013
    [Sales] Which One: Sales Skills or Sales Tools?
    It has long been debated whether selling effectiveness can best be addressed by improving Sales Reps skills, or by providing Sales Reps with the right Sales Tools. So what''s it worth for you to pay attention to this critical balance between Sales Skills and modern Sales Tools? No way. No way.
  • SALESFUSION  |  WEDNESDAY, MAY 7, 2014
    [Sales] In This Corner – The Sales Manager
    The post In This Corner – The Sales Manager appeared first on Marketing Automation | Lead Generation | Email Marketing | Salesfusion. [one_half valign="middle"]. Partner Portal. Why Partner With SalesFUSION. [/one_half]. one_half_last valign="middle"]. frame style="none"] [/frame]. [/one_half_last]. divider style="simple"].
  • DISCOVERORG  |  MONDAY, JULY 25, 2016
    [Sales] Successful Sales Coaching Best Practices
    Sales is tough and ongoing sales development is a never ending process. Take it from us – our sales and sales development functions are constantly evolving as we look to accelerate our record growth rates over the past few years. In even the fastest growing organizations, there is always room for improvement.
  • MARKETING ACTION  |  WEDNESDAY, JANUARY 28, 2015
    [Sales] Sales Alignment: Put Theory Into Practice
    Sales alignment” began as an interesting concept. Theory: Develop a strategy across the entire sales and marketing funnel. Firstly, make sure representatives from both marketing and sales are present. Theory: Produce content across the sales and marketing cycle. For its critics, that’s all it remains. Or does it?
  • GREAT B2B MARKETING  |  THURSDAY, JANUARY 15, 2015
    [Sales] Lower the Cost and Boost the Productivity of B2B Sales
    Last month, David Brock, president of Partners in Excellence, published an excellent article titled A Frightening Look At the Cost Of a Sales Person.  Brock recounted some statistics that should disturb senior sales executives, as well as their CEOs and CFOs. The average tenure of a sales manager is 19 months. Lack of training.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, MAY 18, 2015
    [Sales] Are You the Maestro of Your Sales Team?
    Are You the Maestro of Your Sales Team? This level of trust is crucial in high performance sales teams when personality’s and tensions sometimes cause conflict. The sales leader must reinforce this whenever possible, especially during the monthly company meeting with all the employees. Need more sales management resources?
  • CRIMSON MARKETING  |  TUESDAY, APRIL 21, 2015
    [Sales] How Big Data and Marketing Analytics Help Sales
    Sales teams used to be key sources of information for buyers, but access to an extraordinary variety and volume of information means buyers are much less reliant on salespeople than ever before. To succeed your sales teams need to know what your buyers are hearing and saying— and then tailor your sales interactions to match.
  • JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  SATURDAY, OCTOBER 19, 2013
    [Sales] Simple Strategy to Turn Lost Sales Into Sales Success
    He was telling me about all the challenges his sales organization was facing. Even the numerous obstacles that seemed to totally derail the other sales reps, only set her back temporarily. As a result, frog kissers are often able to transform their lost sales into successes. Decisions were taking longer and longer to make.
  • ANNUITAS  |  TUESDAY, DECEMBER 15, 2015
    [Sales] What’s Sales Enablement Got to Do with Demand Generation?
    In our mission to build demand generation that delivers real results, here are a couple to keep you up at night: B2B companies’ inability to align sales and marketing teams has cost them upwards of 10% or more of revenue per year , according to IDC. Confused and frustrated sales teams? Modern B2B marketers like numbers.
  • THE POINT  |  TUESDAY, SEPTEMBER 9, 2014
    [Sales] Sorry, But “How Many Touches Does it Take to Make a Sale?” is No Longer a Valid Question
    On a recent conference call with a prospective client, the Vice President of Sales chimed in with a question: “How many touches do you think it takes before someone becomes a lead?”. In fairness to my VP friend, he won’t be the last to ask the question (or its close cousin, “How many touches does it take to make a sale?”)
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, AUGUST 5, 2014
    [Sales] [Infographic] The Outsourced Inside Sales Teleprospecting Process
    You decide to insource your inside sales team. You hire new inside sales reps, many just out of college. Your marketing team works on qualifying leads, but your sales team leaves many unqualified leads untouched. According to Marketo, 80% of leads generated by marketing are ignored by sales. You know what you need to do.
  • ACT-ON  |  THURSDAY, FEBRUARY 18, 2016
    [Sales] 5 Proven Strategies to Rid Sales and Marketing of Bad Blood
    When your sales and marketing teams aren’t exactly seeing eye-to-eye, your overall productivity, revenue growth, and profit might seriously be suffering. In fact, companies who don’t have alignment between their sales and marketing teams could well be leaving a significant amount of money on the table each year.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, JULY 2, 2014
    [Sales] 5 Sales Prospecting Strategies for Overcoming Call Reluctance
    Sales Prospecting Perspectives is pleased to bring you a guest post from Matt Heinz , President of Heinz Marketing. What I’m talking about is sales call reluctance. It doesn’t come from the prospects; it comes from the sales reps themselves. Many inside sales reps are bogged down and can become overwhelmed by their sales calls.
  • VIEWPOINT  |  MONDAY, NOVEMBER 3, 2014
    [Sales] Five Signs You're Missing Sales Opportunities
    Available Free for a limited time! I am excited to announce that SellingBrew just published my Playbook Diagnostic, “Five Signs You’re Missing Sales Opportunities” and has generously made it available free to readers of ViewPoint for a limited time. Lead Generation Sales Leads
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, MARCH 12, 2012
    [Sales] The Sales Manager that Does It All…
    The Sales Manager that Does It All. No matter what size of sales organization you manage the sales leader that assumes they are responsible for everything or solving every problem generally fails to achieve the ultimate objective.  The sales manager only plans the training. Nothing can be further from the primary goal.
  • JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  THURSDAY, OCTOBER 9, 2014
    [Sales] One Mind-Boggling Sales Statistic
    Over 500 sales leaders came to learn more about leveraging LinkedIn to drive revenue. Mike Derezin , VP of Sales at LinkedIn, shared one statistic that was mind-boggling: Sales professionals who use social selling are 51% more likely to exceed their quota. Got your attention yet? sure hope so. Social Selling
  • YOUR SALES MANAGEMENT GURU  |  TUESDAY, MAY 3, 2016
    [Sales] Sales Management Shouldn’t be a Horse Race
    Sales Management Shouldn’t be a Horse Race. During the past 18 years of consulting with hundreds of firms and certainly talking to thousands of people I have witnessed the same ignorance and casual attitudes in managing sales teams. It happens in so many aspects of the job of sales leadership. What do I mean?
  • B2B LEAD GENERATION BLOG  |  MONDAY, SEPTEMBER 16, 2013
    [Sales] B2B Marketing: The first step a systems integrator took to achieve Sales-Marketing alignment
    Tweet “One of the most important things you can do for your sales team is to generate qualified sales,” Kelly Harman, Vice President, Marketing, Carousel Industries, said at B2B Summit 2012. Look at them through the eyes of the sales person,” Harman explained.
  • BIZNOLOGY  |  WEDNESDAY, OCTOBER 28, 2015
    [Sales] How much should you pay for a sales lead?
    When planning a B2B lead generation program, you need to deliver leads to your sales team at an affordable price.  A neat way to determine in advance how much you can spend on a lead is to calculate the Allowable Cost per Lead for your campaign.  Finally, go talk to your counterparts in finance and sales, to gather several data points.
  • PUZZLE MARKETER  |  TUESDAY, JUNE 12, 2012
    [Sales] Pinterest Drives Ecommerce Sales [Infographic]
    According to a recent infographic and article by online store platform Shopify.com … Pinterest is now the 3rd most popular social network site in the world, and ecommerce stores can leverage its popularity to significantly increase traffic and sales. Are you using Pinterest to generate sales for your business?
  • YOUR SALES MANAGEMENT GURU  |  TUESDAY, OCTOBER 7, 2014
    [Sales] 2015 Sales Compensation Plans
    Creating a Sales Compensation Plans. Some pay commission based on sales, while others only pay on margin; still others blend both with incentives and special bonus plans. Your sales management team must understand your company’s overall goals and structure compensation to align with them. What are sales goals?
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